Certified Sales Manager Program

Duration

5 Days

Event Date

07 July 2021

program Introduction

As the business world becomes more dynamic and demanding, companies are increasingly more aware that they will have to maximize the potential of their talent pool and make the best of whatever human resources they have. To become a Certified Sales Manager, one has to be equipped with solid Selling skills where they will spend the First 3 days attending CERTIFIED SALES PROFESSIONAL PROGRAMME. They will be well trained on all the sales fundamental and master the competency to drive sales. The learning does not stop here. They will continue another 2 days to learn about coaching essentials. Coaching is one of the most powerful ways to help employees unleash their potential. Solution Focused Coaching is a unique, proactive alliance, whereby a manager orients employee to the realities of the workplace and helps them to maximize their performance by leveraging on their strengths and resources. This CERTIFIED SALES MANAGER PROGRAMME program provides in-depth understanding on Leadership Coaching skills and process, develop Solution Focused mindset, and master solution focused coaching tools. With this new leadership intervention, leaders are able to lead employees to higher performance and achieve company goals.

What you will learn

EXPECTED OUTCOME

Managers will be able to grow their sales production by growing their sales team and guide their sales people to achieve the desired outcome in their department

Program Objective

In this 2-days program, participants will learn how to think, act and function like an entrepreneur to create and run their business successfully.

Learn how to use the right tools to communicate effectively
Establish and maintain a successful communication with peers, superiors and customers.
Master listening skills to know the customers’ needs
Negotiate a win-win deal
Sell your business ideas.
Influence customers to willingly
Think like a successful entrepreneur

Training Methodology

Lecture
Facilitator’s Demo
Participants’ Participation
Critique by fellow participants
Games And Debrief
Group Discussion
PowerPoint Presentation
Notes

Program Outline

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MODULE 1: SECRETS TO SUCCESS SELLING CAREER

OBJECTIVE

Participants will increase the level of self-awareness of their mindset. The objective is to build a mindset of resilience to cope with the changing business environment.
Learning Cycle- understand how people and apply information into results
Consciousness vs Competency Matrix & Mindset Management
Principles of Work Smart in Sales
The Ice-Berg Theory of Conscious vs. Subconscious mind
Subconscious behavior transformation

Methodology:
Group Discussion, Games & Presentation 1

MODULE 2: SELF IMAGE AND PROFESSIONALISM IN SELLING

OBJECTIVE

This aim to re-set the self-image of sales people and to equip them with strong and positive self-image and act with highest professionalism in the industry.

Transforming self- Image From the Perspective of others
Importance and steps to personal change
Importance of Professionalism and how do we apply it?
The Clarity of Purpose in the world of selling

ACTIVITIES:

Case study: The success story of Joe Girard, Group Discussion & Presentation 2,Game & Learning Debrief

MODULE 3: GOAL SETTING AND SECRETS OF ACHIEVING SALES RESULTS

OBJECTIVE

This aim to equip participants with the proven steps of goal setting and practically how to achieve them.

Reflection of your current goals and results
The power of the conscious and sub-conscious mind
Identify the Negative thinking pattern that limits your achievement
The truth of Sales – Understanding the customers buying behavior.
SMARTEST Model in Goal Setting
Putting SMARTEST Goal in words

ACTIVITY: Present your New SALES Goals during the class. Each participant is given 5 mins for goal presentation.

MODULE 4 : ACQUISITION OF CUSTOMERS

OBJECTIVE

This objective is to equip participants to look for new prospects in their own industry to increase the number of leads.

Understand the meaning and purpose of acquisition.
identify the key factors that creates volume of sales/ quantity of customers.
Sourcing of Customers using different media and platforms
Acquisition Call – how to make successful cold call?
IPBA Formula in looking for new customers
Interruptions & Objections – how to handle them?

Game & Learning debrief : Can you give me one dollar?

MODULE 5: THE ART OF BUILDING RAPPORT & RELATIONSHIP

OBJECTIVE

This aim to teach sales people to fine tune their skill in building rapport with customers.

Introduction to rapport building
Your powerful First Impression – How to building excellent 1st impression effectively with Dr. Albert Mehrabian’s rules.
Strategies of building a good Rapport – the application of NLP skill in building rapport with anyone you meet.
Understand what is Personality Profiling?
Case Study discussion–
Learning from the history is the best learning for the practical.

Activity: Role play to understand the Personality profiling secrets

MODULE 6: CUSTOMERS NEED ANALYSIS

OBJECTIVE

Knowing the real needs in customer’s perspective is the key to achieve closure result in the end. Learn to always aware the importance of need analysis and using the effective techniques to have a clearer idea in helping the customer to get the suitable product.

Customer Needs Analysis Intro
The power of Customers Information Collection
Asking the right Questions for Customers Need Analysis
Conversational Skills for Need Analysis
Identify the difference between Needs Vs. Wants

Activity: Role play on Needs Analysis

MODULE 7: PRODUCT PRESENTATION MASTERY

OBJECTIVE

Most sales person doing product presentation like a boring reading robot which mostly turn down the desire of buying from the customer. Knowing a better and interesting methods to present your product, learn to create the buying desire during the process of presentation is a plus point to your sales closure.

The mastery of your Product Knowledge and your competitors
How to Turn features into benefits –
The connection between benefits to customer
Effective Product Presentation Model– how this model is proven to sell anything successfully

METHODOLOGY:

Roleplay : “So what” activity
Presentation exercise for each participant
(using the 8 steps presentation model, participants are to present their products.
Reflects & Discussion

MODULE 8: THE ART 0F PERSUASION & CLOSING TECHNIQUES

OBJECTIVE

Participants will be equipped with the art of persuasion In order to convince customers into understanding the benefits of their products and eventually making a buying decision

Facts of Difficult Customer and how to handle them–
Sales Mountain concept and application of Persuasion techniques
The power of Communication and choices of words in business that works in theworld of selling
Personal posture and personal emotion Management – how to use the right emotion during the sales process.
Application of Thought-feeling-Action (TFA Model) in sales environment
The 28 art of Objection Handling – how the masters close sales easily

The Sales closing skillset – how and when do you close a sale?

ACTIVITY: Role play for sales person and difficult customers

Retention – Most sales person may not aware the power of retention. It can contribute to more than 50% of the total sales annually in long term for this. Revise and reconstruct a better retention routine formula for your company.

Assessments Methods

During And After Training

SKILL ASSESSMENT DURING TRAINING:

Acquisition Calling Skill for making appointments. – 15%
Product Presentation exercise – 15%
Ability to conduct Customer’s needs analysis – 15%

AFTER TRAINING (1 MONTH LATER)

Sales Productivity Report – 55%

Passing mark : 65% to qualify for Certified Professional Sales Certificate from Highfield Education.

ENDORSED BY

Master trainers, Highfield qualification, HRDF claimable, ilovelearning, Moneyback guarantee.

ORGANIZED BY

Master trainers, Highfield qualification, HRDF claimable, ilovelearning, Moneyback guarantee.

Gallery

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Testimonials

Program ini amat bermanfaat kepada saya kerana ia membuka minda saya untuk memulakan bisnes kecil-kecilan. Dalam program ini, saya turut belajar cara dan kaedah untuk memasarkan produk sabagai seorang usahawan.

Fazidah Juman

ABCD Company

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Kylo James

ABCD Company

In the programme, I learnt two major things, which is how to start a business with minimal capital and how to market my products.

Aisah Satari

ABCD Company

The programme really opened up my eyes to the possibilities of changing my life through entrepreneurship.

Dora Anni

ABCD Company

It was a fun learning experience and I was greatly inspired to succeed in my entrepreneurial endeavour.

Fazidah Juman

ABCD Company

I learnt about networking and creativity in order to be successful in business. The programme is certainly helpful to guide single mothers to start their own business.

Kylo James

ABCD Company

The programme taught me the importance of mindset and having a life goal to help me achieve success in life. The programme is certainly beneficial for single mothers looking to provide for their children by starting their own business.

Norennie Abdullah

ABCD Company

Program ini telah membakar semangat saya untuk terus berusaha dalam memperkembangkan perniagaan saya.

Rabiah Obeng

ABCD Company

Program ini memberi saya harapan untuk berusaha bagi mengubah kehidupan saya dan anak-anak..

Punny a/k Akeng

ABCD Company

Program ini membuka minda saya dan memberi saya panduan untuk memperbaiki kesilapan yang saya lakukan dalam perniagaan saya selama ini.

Zaiton Binti Johari

+60 19-394 4727

[email protected]

Mon - Fri : 9am - 6pm